Business negotiation Books

Book SynopsisBRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life  A must read for everyone seeking to master negotiation. This newly updated classic just got even better.—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice bas

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Book SynopsisFully revised and updated—the must-have guide to acing the interview and landing the dream job, from “America’s top career expert” (The Los Angeles Times)60 Seconds & You''re Hired! has already helped thousands of job seekers get their dream jobs by excelling in crucial interviews. America''s top job search expert Robin Ryan draws on her 20 years as a career counselor, 30 years of direct hiring, and extensive contact with hundreds of recruiters, decisions makers, and HR professionals to teach you proven strategies to help you take charge of the interview process and get the job you want. Brief, compact, and packed with insightful direction to give you the cutting edge to slip past the competition, 60 Seconds & You''re Hired! is here to help you succeed! This newly revised edition features:            • Unique techniques like The 60 Second Sell and The 5-Point AgendTrade Review“This is the MUST HAVE interview book” - HR.com “Targeted and strategic--a real winner to help you land a new job." - Business Radio Network “This book is your secret weapon for job search success.” - Dallas Business Journal “Must use interview guide.” - Minneapolis Star Tribune “Ryan offers your quickest route to getting the job and salary you want.” - WATD Radio "If you use Robin Ryan’s advice, you definitely fly by the competition." - KING-TV News "Robin Ryan is America’s foremost authority on job search and hiring." - Kansas City Star "If you are looking for an edge to get hired, use this book!" - The Atlanta Journal-Constitution “Valuable advice on HOW to land the job.” -The Providence Journal “This book offers outstanding advice that has aided many in landing a new job.” -The Pittsburgh Post-Gazette “Remarkable book to help you ace the job interview.” - WTBQ Radio “Robin Ryan is America’s Top Job Search Expert.” – The Boston Globe “Robin Ryan is the top job search expert in the nation today.” - NPR “Robin Ryan is America's foremost expert on how to get hired in today’s competitive marketplace.” - The Arizona Republic Robin Ryan is America's top expert on how to advance you career and land better paying job. – Los Angeles Business Journal “If you are looking to find a great paying job, Robin Ryan will show you how.” - KOMO TV

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Book SynopsisAre you stuck in a career rut? Are your former peers progressing ahead of you? Are you doing all the hard work but getting none of the rewards? Are you wondering what everyone else seems to know that you don''t?Asking for a promotion ranks high on the list of life''s most anxiety-inducing activities. Putting yourself out there to higher-ups can be intimidating, and competition can be fierce, especially in the current economic climate. And, of course, what if they say no?But it''s also one of the most important things you can do for your career. If you want to move forward in your company or field, promotions are part of the game and they won''t just be handed to you - you have to work - and ask - for them. Ready to take that next step? Penguin Experts Series: Get Promoted will give you everything you need to know before the big conversation.

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Book SynopsisRichard Templar specialises in taking a common sense approach to obvious subjects and making the commonplace seem revelatory. He lives a semi-virtual existence in rural Devon.

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Book SynopsisA guide for those who need to negotiate for business, law, buying a car, or getting a mortgage. Written by a national negotiation expert, this book presents the rules of negotiation, such as: information is power - so get it; maximize your leverage; employ objective criteria; design an offer-concession strategy; and control the agenda.

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Book SynopsisFrom renowned trial attorney and New York Times bestselling author Gerry Spence: a must own book for every lawyer and business professional seeking to make cutting-edge winning presentations--in court, at work, everywhere, any timeGerry Spence is perhaps America''s most renowned and successful trial lawyer, a man known for his deep convictions and his powerful courtroom presentations when he argues on behalf of ordinary people. Frequently pitted against teams of lawyers thrown against him by major corporate or government interests, he has never lost a criminal case and has not lost a civil jury trial since 1969.In Win Your Case, Spence shares a lifetime of experience teaching you how to win in any arena-the courtroom, the boardroom, the sales call, the salary review, the town council meeting-every venue where a case is to be made against adversaries who oppose the justice you seek. Relying on the successful courtroom methods he has developed ov

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Book SynopsisContrary to conventional wisdom about what makes a good negotiator - namely, being aggressive and unemotional - in Bring Yourself, Mori Taheripour offers a radically different perspective. In her own life, and in her more than fifteen years of experience teaching negotiation, she has found that the best negotiators are empathetic, curious and present. The essence of bargaining isn''t the transaction, but rather the conversation and human connection. It is when we bring our whole, authentic selves to the table that we can advocate for ourselves fearlessly and find creative solutions that benefit everyone.Bring Yourself explains how your pressure points, personal experience and even your cultural expectations can become roadblocks to finding common ground, and it offers essential strategies to move beyond them and open your mind. With eye-opening and empowering stories throughout, Bring Yourself helps readers gain the confidence they need toTrade ReviewThis book helps you understand what may be holding you and others back from arriving at your desired outcome. It provides a way for all of us to use our special skills and experiences to create solutions where everyone wins -- Debra Lee, former Chairwoman and CEO of BET NetworksA well-presented and practical read for anyone looking to develop or finesse their approach to artful and successful negotiation -- John F. W. Rogers, Chairman of the Goldman Sachs FoundationA persuasive and fresh perspective on negotiations. Mori Taheripour is obviously a gifted teacher, one who shares with readers not only the wisdom she offers her students, but what her students offer her in turn. With an emphasis on curiosity and listening, this book is a rich collage of stories that remind us that being open and mindful are at the core of any successful negotiation -- Paul Tagliabue, former Commissioner of the NFL

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Book SynopsisNetworking for Introverts shows you how to build meaningful relationships, find new clients and grow your business - all without pretending to be someone you're not.

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Book SynopsisThe indispensable Sunday Times bestselling guide to succeeding in negotiations where failure is not an option, from one of the world''s most experienced kidnap for ransom negotiators.Scott Walker has probably one of the most difficult jobs in the world. When pirates have hijacked a ship, when a criminal gang has kidnapped someone, when an entire company''s future is being held to ransom from a cyber-attack, Scott is the person who gets called in. He has successfully negotiated more than 300 such incidents using the principles in this book.His methods, centred in empathy, active listening, trust-based influence and emotional control, will help you achieve the outcome you want. Regardless of whether you''re an executive in a multi-national organisation, the owner of a small business, a local sports team coach or running the family household, you''re negotiating every single day, whether you realise it or not.Learn the skills Scott uses to rTrade ReviewWhat a brilliant book! Encouraging, practical, enjoyable, helpful. I'm left feeling determined to harness my inner red centre and to no longer be taken hostage by my own negative mindset -- Cathy RentzenbrinkScott has spent years honing his negotiation skills in some of the most high stress situations imaginable, times when people's lives are on the line. This book captures all his wisdom and shows you how to apply it to everyday life. It is a step-by-step masterclass in communication excellence -- Andy McNabScott Walker's Order Out of Chaos is a manual for navigating modern life. The lessons within hold the key to harmony and influence in business and relationships -- Colonel Tim Collins OBEIf you're looking for a book that will provide you with a toolbox of simple but effective hacks to improve your communication skills and achieve better, fairer outcomes at work and in life, look no further than Scott Walker's excellent Order Out of Chaos. Scott takes you behind the scenes of real-life hostage negotiations and shares with you the key lessons from his many years of experience in this high-risk area of law enforcement. This book will help you achieve success in work and life, and ultimately become a better colleague, a better friend and a better parent -- Iain Donnelly, former Special Branch detective, author and podcast host of Tango Juliet Foxtrot: Where did it go wrong for British policing?'Order Out of Chaos is the go-to guide for 'the most important skill you will ever learn', and as one of the world's most experienced kidnap for ransom negotiators, Scott Walker's approach to negotiation is field-tested, intuitive and readily applicable, not only to save others but to also help us lead successful and fulfilled lives at work and home. -- Rasmus Hougaard, founder and Managing Partner, Potential ProjectA compelling, practical overview of how to master your mind and influence outcomes -- Dr. Mark Atkinson, MBBS, founder of Psychological Fitness International and author of True HappinessA highly informative and readable guide for anyone who wants to become a better communicator. Written by someone who really knows what they're talking about -- John Sutherland, Sunday Times bestselling author of Blue and The SiegeOrder Out of Chaos is a handbook for life. An astonishing step-by-step guide on how to get the best from yourself and others. By drawing on his experiences in negotiating for people's lives, Walker's accessible style makes this book essential for anyone who is serious about communicating better for a happier, healthier and more meaningful life -- Graham Bartlett, Sunday Times bestselling author of Death Comes Knocking and Bad for GoodOrder Out of Chaos is exactly what Scott brought to every case he was involved with. In this book he explains the techniques and tactics he used to achieve the best outcome for the victims and their families. Comprehensive and holistic, his approach is applicable to both the everyday and extraordinary, which makes it essential reading for anyone negotiating against the odds or just navigating ordinary life -- Tim Lambon, former director response, NYA InternationalFilled with tips and exercises to further the reader's understanding of themselves and others -- Emily Hough * Crisis Response Journal *All of us have experience of letting our emotions or ego get the better of us; Walker has learned how to master his, in even the most volatile circumstances -- Elle Hunt * Guardian *It's just the best book, five out of five -- Chris EvansIf you're ever feeling stressed, call Scott Walker. The hostage negotiator has, for over a decade, been the calm, reassuring, rational voice in terrifying, often life-or-death situations -- Kasia Delgado * i News *

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Book SynopsisShortlisted for The Business Book Awards and the Fingerprint AwardsThe indispensable Sunday Times bestselling guide to succeeding in negotiations where failure is not an option, from one of the world''s most experienced kidnap for ransom negotiators.Scott Walker has probably one of the most difficult jobs in the world. When pirates have hijacked a ship, when a criminal gang has kidnapped someone, when an entire company''s future is being held to ransom from a cyber-attack, Scott is the person who gets called in. He has successfully negotiated more than 300 such incidents using the principles in this book.His methods, centred in empathy, active listening, trust-based influence and emotional control, will help you achieve the outcome you want. Regardless of whether you''re an executive in a multi-national organisation, the owner of a small business, a local sports team coach or running the family household, you''re negotiating

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Book Synopsis"Time management is essential for successful negotiations. This book helps you do first things first. " - Jeanne Brett, DeWitt W. Buchanan,Jr.Table of ContentsAcknowledgements vii Introduction Experimenting with a Renewed Method before Resorting to Old Reflexes 1 How to develop relevant responses for negotiation Chapter 1 Questioning before Negotiating 11 How to move beyond an instinctive approach Chapter 2 Preparing Negotiations before Performing 29 How to plan for process, problems, and people Chapter 3 Doing the Essential before the Obvious 59 How to deal with the process Chapter 4 Optimising Joint Value before Dividing It 89 How to deal with the problem Chapter 5 Listening before Speaking 119 How to deal with people (1) – active communication Chapter 6 Acknowledging Emotions before Problem-Solving 153 How to deal with people (2) – the challenges Chapter 7 Deepening the Method before Facing Complexity 177 How to manage negotiations in multilevel, multilateral and multicultural contexts Chapter 8 Formalising the Agreement before Concluding 207 How to reap the benefits of negotiation Conclusion Personalising your Theory before Practicing 219 How to continue to improve your negotiation skills Bibliography 229 To Go Further 235Essec Irene Negotiators of the World About the Authors 237 References 239 Index 245

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Book SynopsisAn up-to-date, revised edition of the complete, practical guide to designing and implementing effective compensation plans A compensation package should be more than just the means to attract and retain talented executives. The right kind of plan can give your company a powerful strategic advantage. In Paying for Performance, Second Edition, consultants at Mercer Human Resource Consulting, Inc., one of the world''s leading human resources consulting firms, give you the tools and techniques you need to design and implement a highly effective compensation program that will sharpen your company''s competitive edge for years to come. The book also shows you how to understand shareholder expectations, government regulation, and a host of business and human resources issues. Paying for Performance, Second Edition: * Describes best practices used at America''s top-performing companies * Offers proven pay-for-performance tools for addressing current and fuTable of ContentsIntroduction: Paying for Performance Best Practicesin a Changing Environment (Peter T. Chingos). 1. Looking at Rewards Holistically (Steven E. Gross and Haig R. Nalbantian). 2. Variable Pay Programs: Pay for Results (Rose Marie Orens and Vicki J. Elliott). 3. Performance Management: Mapping Out the Process (Loree J. Griffith and Anna C. Orgera). 4. Competency-Based Reward Design Approaches (Dana Rahbar-Daniels). 5. Managing Talent to Maximize Performance (J. Stephen Heinen, PhD, and Colleen O Neill, PhD). 6. Getting the Most from Your Sales Compensation Plan (Steven Grossman and Craig Ulrich). 7. Pay for Performance in Not-for-Profit Organizations (Martin L. Katz and Karyn Meola). 8. Designing the Annual Management Incentive Plan 9. Designing Incentive Compensation Programs to SupportValue-Based Management (Richard Harris). 10. Long-Term Incentives (Margaret M. Engel). 11. Broad-Based and Global Equity Plans (William J. T. Strahan, JD). 12. Executive Benefits (Janet Den Uyl and Patricia Kopacz). 13. A Pay-for-Performance Model (John D. Bloedorn). 14. Driving Organizational Change with ExecutiveCompensation and Communication (Donald T. Sagolla and Donna L. DiBlase). 15. Transaction-Related Compensation Arrangements (Carol Silverman, JD). 16. Director Compensation (Peter J. Oppermann). 17. The Role of the Compensation Committee (Steven L. Cross and Donald T. Sagolla). 18. Accounting for Stock-Based Compensation (Susan Eichen). 19. Selected Tax Aspects of Executive Compensation Plans (Howard J. Golden, JD). Index.

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Book SynopsisThe essential guide to proposal writing for business consultants just got better. It has been updated and revised to include up-to-the-minute information on writing the most effective proposals. New to this edition are chapters on marketing on the Internet, which includes tips on using e-mail and web sites, and a chapter on desktop publishing.Table of ContentsAn Orientation in Proposals. What It Takes to Write a Good Proposal. The Development of Effective Strategies. Some Basics of Sales and Marketing. Gathering Market Intelligence. In the Beginning. Program Design. Writing, Communication, and Persuasion. Special Presentation Guides and Strategies. Graphics. The Executive Summary (and Other Front Matter). Common Problems and Ideas for Solutions. Miscellaneous Important Information for Proposal Writing. Index.

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Book SynopsisA textbook version of this important new book on negotiation, this book presents Kathleen Reardon's unique process approach to negotiation and provides many "real deal" examples from real-world master negotiators to illustrate her points.Table of ContentsPreface. Acknowledgments. 1. Defining the Art. 2. A Versatile Frame of Mind. 3. Preparation and Planning. 4. Prioritizing Issues, setting and Revising Goals. 5. Ethical Considerations. 6. The Persuasive Opening. 7. The Persuasion Strategy Choices. 8. The Role of Power. 9. When the Discussion Gets Stalled or Heated. 10. Taking negotiation Talents Global. Summary Remarks. Notes. The Author. Index.

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Book SynopsisA 2023 Porchlight Best Business Book Awards WinnerTakes the whole subject of negotiation out of the corporate boardroom and very effectively situates it squarely in the world of everyday people.Kirkus ReviewsA contemporary and inclusive how-to guide to everyday negotiation thatcenters social justice and equity. Transformative Negotiation advances an understanding of power and oppression as core to negotiation, arguing that negotiation is central to social mobility and social change. Bringing theory into action, the book explores the real-world examples that Sarah Federman's own students bring to class, such as negotiating with courts to get their kids back or with the IRS to reduce late fees. Federman explains how heritage, ethnicity, wealth, gender, age, education, and other factors influence what we ask for and how people respond to our requests, as well as what is at stake when we negotiate. This book provides tools to help readers gain confidence in their everyday negotiatioTable of ContentsContents Introduction 1 Imagine 2 Ask 3 Give 4 Money 5 Digital (#Facepalm) 6 Power 7 Gender, Sex, and Race 8 Guns, Addiction, and an Orchestra Conclusion Notes Acknowledgments References Index

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Book SynopsisA 2023 Porchlight Best Business Book Awards WinnerTakes the whole subject of negotiation out of the corporate boardroom and very effectively situates it squarely in the world of everyday people.Kirkus ReviewsA contemporary and inclusive how-to guide to everyday negotiation thatcenters social justice and equity. Transformative Negotiation advances an understanding of power and oppression as core to negotiation, arguing that negotiation is central to social mobility and social change. Bringing theory into action, the book explores the real-world examples that Sarah Federman's own students bring to class, such as negotiating with courts to get their kids back or with the IRS to reduce late fees. Federman explains how heritage, ethnicity, wealth, gender, age, education, and other factors influence what we ask for and how people respond to our requests, as well as what is at stake when we negotiate. This book provides tools to help readers gain confidence in their everyday negotiation skills and link personal success to social transformation.Table of ContentsContents Introduction 1 Imagine 2 Ask 3 Give 4 Money 5 Digital (#Facepalm) 6 Power 7 Gender, Sex, and Race 8 Guns, Addiction, and an Orchestra Conclusion Notes Acknowledgments References Index

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Book SynopsisFrom two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer.What sets negotiation geniuses apart? They are the men and women who know how to:•Identify negotiation opportunities where others see no room for discussion•Discover the truth even when the other side wants to conceal it•Negotiate successfully from a position of weakness•Defuse threats, ultimatums, lies, and other hardball tactics•Overcome resistance and “sell” proposals using proven influence tactics•Negotiate ethically and create trusting relationships—along with great deals•Recognize when the best move is to walk away•And much, much moreThis book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

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Book SynopsisFrom the authors of Women Don’t Ask, the groundbreaking book that revealed just how much women lose when they avoid negotiation, here is the action plan that women all over the country requested—a guide to negotiating anything effectively using strategies that feel comfortable to you as a woman. Whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house, this four-phase program, backed by years of research and practical success, will show you how to recognize how much more you really deserve, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise—on both sides. Guided step-by-step, you’ll learn how to draw on your special strengths to reach agreements that benefit everyone involved. This collaborative, problem-solving approach will propel you to new places both professionally and personally—

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Book SynopsisTV's most popular pitchman reveals the secrets of pitching to get what you want in virtually any situation.

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Book SynopsisImprove your negotiation skills and land the deal, promotion or project. Negotiation skills are essential for managing teams, persuading others and finding win-win solutions. This practical guide gives you the tools you need to improve your negotiation tactics.Whether you’re new to negotiating or eager to enhance your existing skills, this is the guide for you. Inside you’ll find:    • Practical, “how-to” approach that teaches you the skills you need to run a project successfully.    • New spreads on negotiation online rather than face to face.    • Step-by-step instructions, tips, checklists and “Ask yourself” features show you how to make an impact.    • Tables, illustrations, “in-focus” panels and real-life case studies demonstrate and explain problem-solving, and how to build confid

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Book SynopsisAre you your own boss? No idea where to turn for help? This is the guide for you.The 9-5 isn''t the only way to make a living. More and more of us are becoming freelancers, side-hustlers or creative entrepreneurs, drawn to flexible working, a better work-life balance and a greater sense of self-worth - all on our own terms. But once you''ve decided to strike out on your own, the reality dawns on you: where can you turn for help? How do you deal with a knotty client problem alone? What does payments on account even mean?These uncertainties left Anna Codrea-Rado feeling overwhelmed and alone when she first started out. But now, having documented the hard-won lessons and mistakes made along the way in her popular newsletter LANCE, she knows what makes up a successful freelance career. Based on these personal experiences, her candid advice has already helped thousands of people - florists, accountants and journalists alike - develop the skills, knowledge and confidence needed to thrive. And now you can too. From finding clients and setting rates, to saving for taxes and dealing with insecurities, You''re the Business will help you build a long-lasting career you love. Packed with everyday examples and transformative insights, this book will remind you that although you''re now going it alone, you don''t have to be alone.Trade ReviewBrilliant, incisive and empowering. Essential reading for anyone going it alone * Laura Jane Williams *Anna combines business acumen and a deep understanding of what makes freelancers tick. This makes for a book that is filled with practical advice laid out in a way that means you'll actually follow it. It's an indispensable guide for freelancers everywhere. * Harriet Minter *I've always wondered why they don't teach you how to set up and run a successful business, in school. If they did, this would be the textbook. * David Speed *

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Book SynopsisWinner of the 2009 CPR Award for Outstanding Book In this groundbreaking book, Bernard Mayer, a pioneer in the field of conflict resolution, offers a new paradigm for dealing with long-term disputes. Mayer explains that when dealing with enduring conflict, mediators and other conflict resolution specialists need to move past the idea of how quickly they can resolve the conflict. Instead, they should focus on how they can help people prepare to engage with an issue over time. Once their attention is directed away from a speedy resolution to a long-term approach, new avenues of intervention become apparent.Trade Review“I picked up Bernard Mayer’s new book last spring, and here is the bottom line: its impact on my practice was instant…What is more, the impact has been enduring. It has changed how I think about and talk about the work I do….” — Sheila Heen in Negotiation Journal, January 2010Table of ContentsPreface vii 1. A New Direction for the Conflict Field 1 2. Conflict and Engagement 19 3. Escaping the Avoidance Trap 55 4. Working the Conflict Narrative 87 5. Communicating in Enduring Conflict 119 6. Using Power and Escalation 151 7. Agreements in Ongoing Conflict 181 8. Taking a Sustainable Approach to Enduring Conflict 207 9. Conflict Specialists and Enduring Conflict 237 Epilogue: The Dynamic Nature of Enduring Conflict 267 References 273 About the Author 281 Index 283

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Book SynopsisAuthor Shirli Kopelman shows us that successful negotiation is not solely driven by calculated self-interest; as a negotiator it is possible to be both strategic and real. Kopelman's techniques and exercises will teach readers how to reconcile the disparate hats that they wear in everyday life—with families, friends, and colleagues—into one "integral hat" to wear at the negotiation table.Trade Review"Shirli Kopelman develops a playful action-oriented framework to communicate deep and practical insights about the nature of cooperation and competition in negotiations." -- Jeanne Brett, Kellogg School of Management * Northwestern University *"Kopelman's innovative approach guides negotiators to manage their emotions in a genuine and strategic way that builds positive relationships and unlocks resources. Negotiating Genuinely will enable business people to implement research-based strategies established in the field of negotiations to craft better agreements and increase profits." -- Roy Lewicki * Ohio State University and co-author of Negotiation *"Shirli Kopelman invites you to revisit and rework your negotiating skills. She wants them to be more genuine. You might think, 'Genuine negotiating? Good luck with that!' But she pulls this off, compactly, colorfully, memorably, and pragmatically. This is a powerful guide that will help you redo something you do every day." -- Karl E. Weick * University of Michigan and co-author of Managing the Unexpected *"All negotiators should read this little gem, which advocates, and provides guidance for, being yourself and mindfully managing your emotions in negotiation. While 'negotiation' often connotes an arms-length, competitive activity, this book shows you how to genuinely navigate 'strategic conversations.'" -- Dean Pruitt, School for Conflict Analysis and Resolution * George Mason University *

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Book SynopsisLearn how to influence others and get your own way more often Wouldn't it be great if you could get the pay rise you've asked for, win the business you've pitched for or get that job you so desperately want? Well, with this book you can learn how to get inside the head of the person making the decision and find out exactly what is it that's going to get them to say yes! Persuade explains the seven psychological drivers that motivate us all. By understanding these drivers and the impact they have on our own lives, we can gain valuable insights into how we can motivate ourselves, improve our relationships, negotiate more effectively, get people to like us and ultimately get our own way more often. Persuade: Is written in Philip's trademark humorous, yet well-researched styleDraws from scientific and psychological sourcesIs delivered in short, accessible, bite-sized chaptersTrade Review“Hesketh delivers his ideas in an energetic and intelligent way, often supporting his assertions with specific research examples which are both interesting and lend credibility to his arguments. This sets him apart from similar “advice style” books” (Edge, January 2016)Table of ContentsIntroduction: Our seven psychological ‘drivers’ vii 1 Curiosity and the importance of having something to look forward to 1 2 Why keeping an open mind will help you to understand others 11 3 Using the ‘Bubble Reputation’ to improve how others see you 23 4 How fleeting attraction and perceived similarity can change ‘no’ to ‘yes’ 35 5 The single most persuasive expression you can ever use 47 6 How to worm your way into a group’s affections and influence them 61 7 The ‘chameleon effect’ and how to use body language to your advantage 73 8 How your behaviours dictate either successful long-term partnerships – Or relationships heading for disaster 83 9 Why persistence pays when asking for a favour 97 10 The power of belief and the ‘illusory correlation’ 109 11 The anchor effect, the drive we have for ‘more’ and how to improve your negotiating skills 127 12 The seven things you need to know to improve your communication 137 13 The truth about money and motivation 151 Conclusion: Our seven psychological ‘drivers’ and the pursuit of happiness 163 The top 50 questions for you to master influence and persuasion 175 About the author 179 Index 181

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Book SynopsisPart of the "Research on Managing Groups and Teams" series, this title examines the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. It is of interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy.Table of ContentsList of Contributors. Preface. Chapter 1 When are Teams an Asset in Negotiations and when are they a Liability?. Chapter 2 Physical Distance in Intragroup and Intergroup Negotiations: Implications for Negotiator Judgment and Behavior. Chapter 3 Building Multiculturally Shared Mental Models (MSMM) in Multiparty Negotiations: A Three-Stage Process Model. Chapter 4 Games Groups Play: Mental Models in Intergroup Conflict and Negotiation. Chapter 5 Status Conflict in Negotiation. Chapter 6 The Impact of Implicit Negotiation Beliefs on Motivation and Cognition in Group Negotiation. Chapter 7 Beyond Valence: Effects of Group Emotional Tone on Group Negotiation Behaviors and Outcomes. Chapter 8 Modeling Group Negotiation: Three Computational Approaches that can Inform Behavioral Sciences. Chapter 9 Negotiating within Groups: A Psychophysiological Approach. Concluding Remarks Setting the Scene: The Calculus of Agreement in Group Negotiation. Negotiation and Groups. Research on Managing Groups and Teams. Research on Managing Groups and Teams. Copyright page.

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Book SynopsisThe classic resource for effective mediation - now fully updated and expandedThe popular Mediator''s Handbook presents a time-tested, adaptable model for helping people work through conflict. Starting with a new chapter on assessing conflict and bringing people to the table, it explains the process step-by-step, from opening conversations and exploring the situation, through the phases of finding resolution-deciding on topics, reviewing options, and testing agreements. The Toolbox section then details the concepts and skills a mediator needs in order to: Understand the Conflict Support the people Facilitate the process Guide decision-making. The Mediator''s Handbook''s emphasis is on what the mediator can do or say NOW, and on the underlying principles and core methods that can help the mediator make wise choices. Long a popular course textbook for high schools, Table of ContentsPreface Overview What is mediation? A useful tool What makes mediation work? The mediator's role The anatomy of the mediation process The anatomy of a session Process-centered mediation Guiding principles Mediation terms THE PROCESS Getting to the Table Can mediation help this situation? How people find a mediator Voluntary or mandatory? Initial conversations Do they want to participate? Defining the scope Approaching the other parties Should I be the mediator? Pre-mediation agreements and review Choosing a location The Mediation Session Part I: Exploring the Situation Preparing yourself, co-mediators Setting up Opening Opening: Welcome & warm-up Opening: Logistics Opening: Orientation Opening: Participants' role, willingness Listening to Each Perspective The Exchange The Exchange: Facilitating The Exchange: Tasks & flow Clarify information Check out interpretations Listen for their concerns Example + impact Restate their interests Note other relevant interests Encourage empathy and reconciliation Transition to Reaching Resolution Separate Conversations Uses for Separate Conversations Breaking for Separate Conversations Separate Conversations: Template The Mediation Session Part II: Reaching Resolution Reaching Resolution Reaching Resolution: Sequence Topic List Topic List: Why it is crucial Topic List: Drafting Topic List: Wording Midpoint check-in Options Options: Together come up with ideas Options: Gut, interests, workability Options: Reality testing Decisions Decisions: Gut, interests, workability Decisions: Emotions, hesitations Writing the Agreement Writing the Agreement: Specifics Writing the Agreement: Positive framing Closing Afterwards: Wrapping up Multiple sessions THE TOOLBOX Understanding Conflict Disputes & conflicts Metaphors for understanding conflict The conflict core Common effects of conflict The pleasures of conflict When things heat up The way out is through The Conflict Triangle People, Process, Problem Which mode are you in? Supporting the People Supporting the people: Main skills Setting the tone Level of formality, taking notes Confidentiality in practice Giving your full attention Elements of full attention Acknowledging Handling judgmental remarks Protecting From adversarial mode to cooperative mode Avoid this Kettle of Fish Attending to comfort & accessibility Language and hearing difficulties Working with people in all their variety Finding commonalities Scenarios: Emotionally difficult situations 111 Facilitating the Process Facilitating the process Impartial facilitation Structuring the session Structuring the discussion When you can be directive When to consult Keeping on track Crafting questions Crafting questions: Word with care Crafting questions: Spin it positive Crafting questions: Follow up for clarification Kinds of rewording Reflecting back Summarizing Summarizing: Its many uses Working visually When to intervene When to intervene: Stopping the momentum When to intervene: Slowing the process down Is it time to quit? Ending a mediation Scenarios: Facilitation challenges Solving the Problem Participants' starting point: Power & rights Changing the "positions" mindset Interests Layers of interests Why interests matter Finding space for solutions Reframing Checking out (mis)interpretations Lies, perceptions, deceptions Plain description of facts and needs Flip it! ? Outcome-focused interests Tactful wording of interests and topics Summary of interests Topic List examples Eliciting ideas: Brainstorming Eliciting ideas: Opening up possibilities Can mediators suggest options? Visual aids for making decisions Types of resolution "Typical" or "good enough" resolutions What-ifs Fallbacks: Contingencies, uncertainties Step-down agreements: Smaller scope When there's no agreement Final review: Workability Final review: Future Sample agreements Scenarios: problem-solving challenges 173 Going Further Going further Adapting the process Mediating with children & teens Mediating across generations Mediating family conflicts Mediating employee conflicts Participant evaluation Mediator evaluation of a mediation Evaluating yourself The Handbook "soup pot" Authors & contributors Organizational support Index

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